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Category Archives : Blog


Why can’t I get sales to call these leads?

Posted February 17th by Ed Trachier

Some questions that often comes up in discussions with clients and prospects at OnTarget Partners are from the CMO or other B2B marketing executive:  “Why can’t I get sales to call these leads?” or “Why can’t I get my sales team to follow-up on my leads?” Marketing creates leads via online, tradeshow, conference, research or… Continue reading

Superbowl Winning B2B Marketing

Posted February 1st by Ed Trachier

Before Jimmy Johnson was a football commentator, he was a football coach; a pretty good one, too. Jimmy led the Dallas Cowboys to two consecutive Superbowl wins, and he built the team that won its third in four years during the 90’s.  He was well respected, if not all that well liked. Part of the… Continue reading

Docurated names OnTaget Partners top sales management blog

Posted November 10th by Ed Trachier

OnTarget was recently named one of the top blogs for sales management by Docurated.  We are very proud of this accomplishment!  -Ed http://www.docurated.com/all-things-productivity/top-50-sales-management-blogs/ Managing a sales force of any size is never a simple endeavor. Whether your sales reps are in-house, in-the-field, all within the same 100-mile radius, or spanning several continents, your job as… Continue reading

Hiring Sales Winners, Not Whiners! – 3FORWARD

Posted April 25th by Dan Hudson

If you are like most of the sales leaders we work with you are trying to ensure your sales team keeps the momentum as they enter the second quarter of 2013. And, as with most sales teams, you likely have open sales positions due to forced and unforced attrition.  Having an open or unfilled territory… Continue reading

March Madness Proves Your Sales Team Can “Up” Their Game – 3FORWARD

Posted March 26th by Dan Hudson

I am not a diehard college basketball fan but I do love March Madness! Nothing is more exciting than watching teams from smaller schools or less competitive programs rise to the occasion and knock off big name rivals. How are these teams able to defeat those powerhouse teams? Better coaching, maybe. Better execution, perhaps. Better… Continue reading

Failure to Engage – When Procrastination Causes Sales To Fail – 3FORWARD

Posted January 22nd by Dan Hudson

There are many reasons why companies consistently fail to make their sales and revenue objectives. One sure-fire reason might be because your senior leadership team is putting off making the hard decisions on improving selling effectiveness in terms of people and process. Think about it in reference to your own business.  Are there individuals who… Continue reading

The Secret Sauce of Rainmakers – 3FORWARD

Posted November 15th by Dan Hudson

If you are a sales person working in a B2B company it’s highly likely you have one or two rainmakers in your sales peer group.  It’s also likely that many on your sales team envy those rainmakers for their uncanny ability to beat their sales objectives in a big way, year over year over year.… Continue reading

Time (Still) Helps No Sale!

Posted November 8th by Dan Hudson

Ask any Human Resources Manger how many work hours are in a year and you will likely hear stats like 8 hours per workday, five workdays per week, and 52 weeks in a year, or 2080 hours per year of available work time.  This should be plenty of time for a sales person to make… Continue reading

Sales Leaders, Up Your Teams Work Ethic!

Posted November 6th by Dan Hudson

This post may annoy some sales people but I felt compelled to share my thoughts. I was fortunate to be able to attend the Sales 2.0 Conference in San Francisco last week. The 2-day event was squarely focused on tools, processes, and best practices to help sales teams achieve continually lofty revenue goals. As I… Continue reading

Selling Is Not Like Riding a Bike

Posted October 11th by Dan Hudson

I spoke with a CSO who works for a large software developer last week about possible reasons why his sales team was underperforming. While we were reviewing his team’s sales results he made a statement that really took me by surprise; he said, “ Selling is like riding a bike, once you learn how you… Continue reading

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